Stuttgart – November 03, 2026 -- Mid-sized contract manufacturers can enter defense supply chains with their existing machinery by producing dual-use components, but only if they pursue customers actively, according to sales consultancy matchandmake GmbH.

The firm says rising defense investment is creating additional demand, yet many smaller industrial suppliers wrongly assume such orders are reserved for large defense groups or highly specialized producers. Managing Director Luka Glavas argues that contract manufacturers with suitable equipment risk leaving these opportunities to competitors.

Dual-use parts link civilian machinery and military vehicles

Dual-use products serve both civilian and military purposes. The company cites a ball bearing that fits ordinary production machines and a military vehicle alike. Sheet-metal shops can supply housings and brackets, while CNC machining, assembly and hydraulics firms can supply individual components.

Buyers include specialized suppliers as well as large defense groups. Eligibility depends on technical requirements, quality standards and possibly legal rules. Not every component usable in both settings is an export-control-listed dual-use item.

Outbound digital sales replaces referral-driven order intake

Many mid-sized manufacturers have relied on existing customers, referrals and inbound inquiries, with little targeted search for new buyers. matchandmake recommends identifying defense-sector companies with a potential need, then reaching contacts in purchasing, engineering or supplier management through personalized email and LinkedIn. Suppliers should also check certification, quality-proof and documentation requirements early.

Consultancy cites 200 industrial clients and 1,200 executive conversations

Glavas has spoken with more than 1,200 entrepreneurs and managing directors over the past five years. Together with Lukas Weiner, he and the team have supported more than 200 industrial companies in building structured sales processes. The stated aim is to broaden new-customer acquisition, improve capacity utilization and reduce dependence on individual existing customers.